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Sales Effectiveness Audit


How does your sales team connect and interact with Finance, Marketing, Operations and other business divisions? Find out how making connections and creating culture within your organization can change everything.

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  • "Your workshop was awesome! I learned a ton and used your tips and techniques immediately in my sales presentations."

    - Kevin Buchanan, Sales Executive - Beckman Coulter
  • "Anyone can give a seminar, what Ravenwood Consulting does is deliver a foundation which you can build upon with or without his help. I recommend you do it with his help."

    - Scott Banks, President - White Knight Engineered Products
  • "I have been to very few trainings recently that I thought were worthwhile and delivered the promised value. Yours was a clear exception."

    - Jack Johnston, Director Talent Management - Shaw Group
  • "We've had a few different modules with our Leadership Academy and by far, yours has been the most valuable to me."

    - Adam Floyd, Broker - Coldwell Banker
  • "Thanks again for a very insightful class. It's nice to walk out of a training session and know you have actionable tools."

    - Dennis Meek, Sales Manager - Honeywell
  • "I wish to express my deepest thanks for providing our team with the DISC Assessment training here at Bank of America's meeting and events' department. We gained valuable perspective from your insightful contribution!"
    - Ted Johnson, Director - Bank of America/BCD
  • "Ravenwood Consulting is a gifted communicator, presenter and strategic business developer. He is highly intuitive - with great instincts around people and approach."

    - Theresa Ulyatt, VP, Strategy and Talent - Nouveon Consulting
  • "Ravenwood Consulting has a great understanding of our business and can tailor his training message so that he connects with each person in the room. He successfully navigates the training time with a nice mix of styles to fit all types of learners."
    - Steve Booz, Director of Sales - Certainteed Corporation
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Sales Skills Training

Our Diagnostic Sales and Sales Management Strategies™ professional development platform is based on the metaphor of a physicians visit. Sales professionals learn strategies to engage their clients and prospects just like a physician engages a patient: examination, consideration of diagnosis alternatives, final diagnosis, and recommended treatments, therapies, and prescriptions.

Diagnostic Sales Strategies™
Our Diagnostic Sales Strategies™ professional development platform is based on the metaphor of a physicians visit. Sales professionals learn strategies to engage their clients and prospects just like a physician engages a patient: examination, consideration of diagnosis alternatives, final diagnosis, and recommended treatments, therapies, and prescriptions.

  • Skills
  • Knowledge
  • Planning

• Needs Assessment
• Asking Quality Questions
• Problem Solving Diagnosis
• Presentation Techniques
• Securing Commitment
• Handling Objections
• Negotiation in the Sales Process
• Managing Power in the Sales Process

• Competitive Intelligence
• Finance for Sales
• Pricing Strategies
• Understanding Buying    Behavior
• Effective Listening Skills
• Performance Insights

• Territory Management Strategies
• Account Management Strategies
• Prospect Prioritization Models
• Pre/Post Call Planning
• Time Management


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Diagnostic Sales Management
Our Diagnostic Sales Management Strategies™ sales management platform focuses on the five core responsibilities of sales managers:

  • Candidate recruiting and selection
  • Onboarding and training
  • Planning and execution
  • Motivation and evaluation
  • Coaching and feedback

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Value Charting
Value Charting™ drives organizations to define their businesses based not on the products and services they provide, but rather, the customer problems that they solve.

  • Problem
  • Consequence
  • How can I help?
  • Differentiation
  • Proof Points

• Identifies customers' current state.

• Isolate specific pain points.

• Demonstrate to customer you empathize with their problem and understand their business.

• Negative results stemming from the problem.

• Real pain customer is experiencing.

• Foundation for quantifying monetary and emotional value of pain.

• Confirm desired state.

• Begin connecting your solution to helping customer achieve desired state.

• Create an "RFP" that shows you have the capabilities to lead customer to desired state.


• How your goods and services get customer to desired state in a proprietary of selective way.

• Direct connectivity back to the problem and consequences of problem.

• Credible, third party evidence supporting your claim of differentiation.

• Case studies, research findings, testimonials, etc.

• A method of mitigating risk for your customer.

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Buying Styles
A sales professionals ability to quickly assess style preferences in their buyers is critical to their success.

  • Learn your own unique communication style preferences
  • Learn to recognized unique communication style preferences in others
  • Adapt your style to address the needs of your buyer